In this episode, Steve Fretzin and Scott Simmons discuss:

• Effective time management in the legal profession
• Developing habits and accountability for consistent business development
• Building a client-focused business model in law
• Overcoming personal and systemic barriers to success in legal business development

Key Takeaways:

• Allocating just 30 minutes weekly to business development can compound into significant progress over time, enabling lawyers to take control of their career trajectory.
• Transitioning from billable hours to value-based or subscription pricing models requires not just a pricing shift but a comprehensive business model overhaul.
• Lawyers must use tools like LinkedIn and existing client relationships to secure referrals effectively; over 90% of clients are willing to refer, yet only 8% of lawyers ask for them.
• Small, incremental habit changes, such as reading a chapter a week or posting on LinkedIn weekly, are more sustainable and impactful than attempting major shifts all at once.

"What business development does is give you options, leverage, and control over your career choices. We're not taught this, and.....it's not something covered in law school." —  Scott Simmons

Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name!

Thank you to our Sponsors!

Rankings.io: https://rankings.io/

Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/

Episode References: 

Atomic Habits by James Clear 

Outbound Squad Podcast

About Scott Simmons: Scott Simmons, Co-Founder & Director of Legal Balance, is a toolbox for turning lawyers into rainmakers. After a successful law career, he discovered a passion for coaching and has spent 12 years helping lawyers build careers and senior executives excel. He offers bespoke training, coaching, and leadership courses globally and created The BD Breakthrough Blueprint™, a digital course for aspiring rainmakers. Scott writes and speaks on legal business development, value-based pricing, and subscription models. A husband, father, and film lover, he often includes movie analogies like Jaws or When Harry Met Sally in his sessions.

Connect with Scott Simmons:  

Website: https://www.legalbalanceinstitute.com/

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/scottsimmonsbdm/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.